Partners in Excellence

MARCH 5, 2024

Six months later I was drafted and spent the next two years managing the data processing center at Fort Jackson in South Carolina. We won the contract for teller terminals, branch equipment and ATMs, very few banks had that level of automation then. I started as a programmer trainee at Con Edison in NYC.

Sell 77

Sell Contract Retail Account management 77

Spiro Technologies

DECEMBER 11, 2023

I’m sure that they really enjoy that $250 million contract that they got. But the reality is the vast majority of them, they were lost, if anything, to automation, to robots, or they went not to another country, but to another state.

Manufacturing 59

Manufacturing Transportation Government Up-sell 59

Salesforce

MAY 2, 2022

Strategic Account Executive, Terminus, Charleston, South Carolina. Why you should follow Marcus: Before becoming a consultant and sales coach, Marcus was in corporate America for 14 years, where he delivered more than $700 million in sales contracts. Ali Powell. Follow him on LinkedIn.

Gaming 98

Gaming GTM Consult Sales 98

Salesforce

MARCH 6, 2024

If that doesn’t work, I’ll add another discount of 2% for a multi-year contract to make the deal more enticing. If you find yourself in a stalemate, try offering a discount. For example, in negotiations, I might offer a 2% discount for marketing services. This small concession typically works to move the deal forward.

Negotiate 91

Negotiate Price Territory E-commerce 91

Salesforce

MARCH 11, 2024

Average contract value: What is the annualized revenue per customer contract? Account lifetime value: What’s the average revenue generated from each account over the lifetime of the relationship? Deal velocity: How quickly, on average, can you convert leads into customers?

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 8, 2024

Each one of your reps has consistently demonstrated product knowledge in meetings and built strong relationships with clients, leading 100% of your customer base to renew their contracts. By all accounts, your team’s performance meets (even exceeds) your expectations.

Commission 64

Commission Quota Territory E-commerce 64

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. What you’ll learn: What is contract negotiation? Why is contract negotiation important?

Contract 59

Contract Negotiate Objectives and Key Results Legal 59